2. LOSE ILLUSION AND GAIN EFFICIENCY
If you can shift your mindset away from trying to make the sale, then you can get to the reality of where the deal stands. And once you know this, you can either stay involved with the prospect or move on.
What happens is that a “no” becomes almost as valuable as a “yes.” Because it frees up your time to find prospects who are a more likely fit for your solution. This adds a tremendous amount of efficiency to your work. It helps you weed out all those people you were chasing that you thought were good prospects.
Getting to the truth provides a way of knowing when to walk away from a deal without that guilt-laden voice that says, “You gave up, don’t be a wimp. Get back in there and keep selling.”
Focusing on the truth translates into very real benefits that equal real dollars and tangible results. You’ll save hours of chasing prospects who have no intention of buying. And there’ll be a dramatic lowering of the self-sabotaging stress that comes from living in a constant state of limbo.
Good-hearted business people who sell, always fall into this trap. Whenever a prospect fails to get back in touch, we send emails and leave messages with a thinly-veiled invitation to move the sales process forward. But your prospect starts to feel trapped by you.
Your prospect feels as though you’re looking out for your own needs, not theirs. They see you as doing exactly what you’re doing, trying to get the sale.
And any trust you’ve developed starts to dissolve, fast. You start to slip into a downward spiral that takes you farther and farther away from your true goal, which is to discover the truth of where your prospect stands.
The main reason prospects suddenly vanish is that they’re uncomfortable telling us the truth. They don’t want to disappoint us, or they don’t want to feel sales pressure from us — so keeping us at bay just feels better.
And we can’t really blame them. How often have they been called and called, chased by salespeople who hope to wear them down?
Or how often have you told your sales people, “Call them back and get the sale. Why is it taking so long?” – putting pressure on your sales team who then transfers that pressure to your prospect.
This happens everyday. We’re stuck in that endless cycle of chasing prospects, trying to get them to respond to us. And the more we press, the more they run.
But the opposite is true, too. The more we relax and simply invite the truth, the more straightforward they’ll be with us. Prospects feel okay sharing what’s really going on when they know we’re okay with hearing it.
The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.
Remember, prospects will trust you and reveal what they’re thinking only if they feel like you’re on their side.
Ari Galper is the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game®, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners, Entrepreneurs, Coaches and Sales Consultants worldwide have been transformed by his trust-based sales approach.